Commercial Analyst
The Commercial Analyst works closely within a specific business unit and enterprise vertical in the Commercial Sales Organisation, acting as a key analytical and operational ally. This dynamic role balances focused strategic and operational collaboration with involvement in cross-functional strategic initiatives, delivering both in-depth business unit insights and wide-reaching organizational value.
This role breaks the mold of a typical analyst position, you will be a trusted business partner who transforms data into actionable commercial strategies, questions assumptions with solid evidence, and plays a direct role in driving revenue growth.
Pipeline Analysis & Forecasting
- Build and maintain weekly pipeline dashboards showing coverage, velocity, stage conversion, and deal health
- Support Enterprise Sales Leader(s) in forecast calls - providing data-driven perspectives on commit calls
- Track pipeline waterfall relating it to forecast expectations and flag risks proactively
- Analyse pipeline coverage ratios by segment, rep, and product - surface gaps before they become problems
Deal Health Oversight, Reviews & Risk Identification
- Attend deal review meetings with data book prepared [deal history, progression, comparable deals)
- Flag at-risk deals based on stall patterns, missing next steps, or historical win/loss signals
- Challenge optimistic close dates or amounts with evidence from similar deals
- Maintain 'swing deal' tracker for high-impact opportunities requiring executive attention
- Analyse CAC/LTV and Pricing structure
Performance Reporting & Insights
- Prepare weekly/monthly performance snapshots
- Conduct ad-hoc analysis on request
- Build rep-level scorecards showing activity, CRM health, attainment trends
- Prepare materials for Weekly/Monthly/Quarterly Business Reviews
Business Partnership
- Weekly 1:1 with Sales Vertical Leadership – proactively setting the agenda, not order-taking
- Become the 'go-to' for Business Unit data questions - own credibility through accuracy and speed
- Translate sales leader asks into analytical frameworks – not just pulling reports
- •Build trust through reliability and project delivery
Cross Functional Projects - strategic projects that serve the broader Sales Operations Team
- Territory & Capacity Planning: Model optimal territory design, quota allocation, headcount requirements
- Compensation Plan Modelling: Scenario test comp plan changes, build payout calculators, analyse incentive effectiveness
- Win/Loss Analysis: Interview reps, analyse patterns, produce actionable insights on what's working
- Market & Competitive Research: Size TAM/SAM, benchmark performance, assess competitive positioning